Unit 1 Establishing Business Relations
Activity 1 Connecting with prospects
Activity 2 Impressing the prospects
Activity 3 Writing prospecting emails
Language Practice
Emails and experience from professionals in international trade
Unit 2 Inquiries and Offers
Activity 1 Analyzing inquiries
Activity 2 Replying to inquiries
Activity 3 Firm offers and non-firm offers
Activity 4 Writing an offer
Language Practice
Emails and experience from professionals in international trade
Unit 3 Counter-offers
Activity 1 Negotiating prices
Activity 2 Counter-offers
Activity 3 Negotiating at a stationery trade fair
Activity 4 Writing a reply to a counter-offer
Language Practice
Emails and experience from professionals in international trade
Unit 4 Negotiating Payment Terms
Activity 1 Understanding different payment terms
Activity 2 Which one is more favorable
Activity 3 Replying to customers’ payment requests
Language Practice
Emails and experience from professionals in international trade
Unit 5 Confirming Orders
Activity 1 Why order confirmation
Activity 2 Confirming or declining
Activity 3 Writing replies to orders
Activity 4 What to do after the order confirmation
Language Practice
Emails and experience from professionals in international trade
Unit 6 Letter of Credit
Activity 1 What to do
Activity 2 Urging the establishment of L/C
Activity 3 Proposing amendments to an L/C
Language Practice
Emails and experience from professionals in international trade
Unit 7 Packaging
Activity 1 Understanding packaging
Activity 2 Describing packaging
Activity 3 Replying customers’ requirements about packaging
Language Practice
Emails and experience from professionals in international trade
Unit 8 Shipping
Activity 1 Knowing shipping problems
Activity 2 Responding to shipping problems
Activity 3 Giving shipping advice
Language Practice<
內容試閱：
Unit 1 Establishing Business Relations
Objectives:
1. To help you get to know some common ways of finding new customers.
2. To help you learn to write tailor-made prospecting emails based on prospects’ needs.
Activity 1 Connecting with prospects
1. There are many ways to look for your prospects or your potential customers. Read the following customer-locating channels to connect with prospects and find the right description for each channel.
Channels Descriptions：
(1) Networking locally through organiza tions such as Chambers of Commerce
(2) Networking through social media platforms like Instagram， Facebook， Twitter and LinkedIn
(3) Attending trade shows and conferences
(4) Asking for referrals from satisfied current customers
Descriptions
A. This approach requires confidence and trust between vendors and customers.
B. These are unique opportunities that provide face to-face contact with people who are looking for products， expertise and solutions in the industry.
C. If you want to get connected with your prospects in this way， you need to send regular posts that your target audience find valuable and optimize your profile to portray yourself as a knowledgeable and approachable subject-matter expert in your industry.
D. If you want to find prospects in this way， you can attend the monthly meetings held by the organization during which local professionals get together to exchange ideas and network.
Prepare for group work
2. A prospecting email is an outreach email used by sales representatives to contact a potential customer or lead to encourage interest and curiosity in certain products or service.
? Read the following eight pairs of statements about approaching potential customers via emails below， tick (√) the more appropriate or effective ones and think about the reasons.
? Take turns to tell your group members your choices and reasons. Then try to reach a group agreement.
? Figure out a list of t
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